Negotiating Essentials Theory, Skills, and Practices

by Carrell, Michael R.; Heavrin, J.D., Christina

• ISBN13: 9780131868663
• ISBN10: 0131868667
• Edition: 1st
• Format: Paperback
• Copyright: 2006-12-30
• Publisher: Pearson

Summary

For graduate or undergraduate upper-division courses in Negotiation, Conflict Resolution, or Labor Relations, which can be found in various departments such as business, law, education, engineering, psychology, and public administration. A major goal of the authors was to write a book that could be easily utilized in a variety of courses and would be universally appealing to students of all majors. To enhance the readability, they intentionally chose a "conversational writing style" rather than a traditional "textbook style" to engage students of various different backgrounds. The book has a lively and interesting approach and incorporates several unique features that focus on "real world" negotiation cases. These features include cartoons like the popularZitsseries, offering the reader a humorous but realistic viewpoint as well as many practical bargaining tactics and tips. All chapters include many boxed items and discussions of actual negotiations to illustrate major concepts and make them more accessible to students.

Table of Contents

An Introduction To Negotiation

The Negotiation Process: Four Stages

Distributive Bargaining

Integrative Bargaining

Gaining Leverage Through Power And Persuasion

Strategy

Impasse And Alternative Dispute Resolution (ADR)

Ethics, Fairness, And Trust In Negotiation

The Influence Of Culture And Gender On Negotiations

Closing The Deal

Table of Contents provided by Publisher. All Rights Reserved.